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Administration Skills

Being competent in the ‘technical’ skills of the job is no longer enough. If we do not have appropriate skills – we cannot communicate effectively with internal and external customers. […]

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Think Global, Act Global

Organisations are increasingly taking on a global feel. This newsletter will go to customers around the world, all of whom are facing issues of how to get the most from […]

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Net Neutrality? You Got It!

There’s a lot of talk about net neutrality, and with  US legislators voting to abandon net neutrality, with few people understanding why, what it means and who will benefit (and […]

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We Are All Selling Services And Solutions Now

As many market-places commoditise selling organisations attempt to move up their value chain to escape the deathly grip of diminishing competitive advantage. Two common (and often interconnected) approaches to this […]

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Sales Demonstration Skills

The demonstration may be to keep customers informed, find needs, or to prove that a solution is the best. These varying aims and stages in the sales process mean that […]

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Defining Coaching

Coaching is used to support individuals in achieving results beyond what they believe is currently possible.  It is about ‘people’ with the focus on the coachee.  It is driven by […]

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Selling To Difficult People

Being competent in selling is no longer enough. If we do not have ability to build relationships and handle the difficult situations, then long-term sales, repeat sales and cash collection […]